MKF9110

Theory and process of buyer behaviour (6 points)

(BUS)

Leader: Mr Ian Walker

Offered:
Caulfield First semester 2003 (Evening)
Caulfield First semester 2003 (Flexible)
Caulfield Second semester 2003 (Evening)
Caulfield Second semester 2003 (Flexible)
Caulfield First semester 2004 (Evening)
Caulfield First semester 2004 (Flexible)
Caulfield Second semester 2004 (Evening)
Caulfield Second semester 2004 (Flexible)

Synopsis: Essential concepts in psychology and sociology relevant to consumer and organisational behaviour; essential frameworks, models and concepts; fundamental processes of motivation, perception and learning in individual behaviour; nature and influence of individual predispositions, including personality characteristics, attitude formation and change; the social influences of culture, class reference groups and family; consumer decision processes; diffusions of innovations and fads; links to and organisation/aspects of industrial buying, organisational decision making processes and influences, links and relevance between individual and organisational buying behaviour.

Assessment: Seminar paper (1500 words): 15% + Individual and group assignments (3500 words): 35% + Class test: 10% + Examination (2 hours): 40%

Contact Hours: 1.5-hour lecture and 1.5-hour tutorial per week

Prerequisites: or corequisite: MKX9160

Corequisites: MKX9160